Coffee Is For Closers Ep1

Talk about we are live.

Hey, guys.

Awesome. Jimmy, my man. How are you? All right, so this is the first. First official sales Sniper Coffee is for Closers podcast. Hope you guys like the intro. In case you didn't understand it, it is a total ripoff and piss take of the. I believe it's the boiler room.

Boiler room. Ben Affleck.

That Ben Affleck gives when he's got all the newbies coming in his office telling him how rich they're gonna get. So I hope you understood it was ironic and that we're of a fucking douchebag. But if you haven't seen that movie, go watch it.

Every salesperson should have by now.

Exactly. Teaches you a horrible, horrible ethics and sales. But, you know, it's okay. It's fun to watch. All right, so I'm Matt and this is James. And we run a sales agency and we're people who close ourselves and we just want to do this podcast that we can, I guess, kind of bring, I guess like some brevity into the world of sales and not be like a full sales training podcast. Just something that's kind of like, this is what we're doing. We're in the trenches every single day. We're selling day in, day out, and we have a team that sells day in, day out. And so some of the stuff we come up against, do some interviews with some people, talk about courses that we're doing or courses that we see that we think can add some value, and then just sort of talk about some of the weird things that happen when you talk to a lot of people on a regular basis.

To be completely honest with everyone, we just wanted a reason to sit around for an hour and chat shit and still feel like we're being productive just about the sales industry and everything that we're doing right now, as well as have a great excuse to bring on some really cool guests and get to spend time and learn from them.

If we're really honest, get some free. Get some free training for that was the whole plan. Um, yeah. So basically how it's going to work is we're just going to tap talk shit. Um, if you want to like and subscribe, by all means. And yeah, have a. Listen to us talk shit week in, week out. We'll attempt to do it every week, but I make no promises because if it comes between doing this and making a couple grand commission, I know which one I'm doing. So there you go.

Although in between all of that chatting shit, there will be a whole bunch of really good gold nuggets to take out of as well as special guests and tips and tasks that you guys can take and apply directly into your businesses, your sales or whatever it is that you guys do. Listening. Hello Mum and Dad.

Yeah, the tens and tens of listeners at home. Alright, so I'll give you a quick background on who I am. My name is Matt, I was the founder of SalesSniper, which is an agency where we started off doing fitness sales because that was my background was doing just a of lot loads and loads and loads of selling fitness over the phone, taking credit card, having to get good at that because I felt like eating was a good idea. And then from there moved into doing some high ticket stuff and then from there got fairly good at that, started working with the guys like at Traffic and Funnels and Eli Wilde and a couple other dudes and Vanessa Horn and then started getting more and more and more people inquiring through the fitness stuff. Cause I got pretty busy. We were selling for gyms. I brought James on as a partner to help organize. Cause I'm a pretty classic salesperson so like I'm relatively unorganized so I need someone to be able to make it work. Because I think we had like 15 gyms that we were selling for and like at one point I was the only salesperson. So yeah, we're pretty busy. And then we started taking on employees, sort of getting more staff and then all of a sudden we had people in the us, the uk, Canada, Australia, all selling for us. We slowly but surely moved away from selling for the gyms just because it was a lot of work for not a massive financial payoff. But we didn't really know that there was a world out there where you could get paid 2, 3, 4, 5 grand a call. Once we discovered that there was, we pretty quickly moved into that world, got some success early on and then just got a bunch of referrals and now we have 1, 2, 8, 4, 5, 6, 7, 8. Yeah, now we have eight like guys on our books that we do sales for all over the world. Actually I think nine, nine now.

Sorry, I was talking about closest.

Oh yeah, I think we have like nine, maybe nine or 10 clients. Everyone's doing sort of north of a couple hundred grand a month, some are doing a couple million dollars a month and we actually, we act as like a remote sales team so someone can come to us and go hey listen, I'm pretty successful dude. I hate running a sales team. I need someone, I need an international salesforce and I'M like, yep, sweet. That's cool, dude. And then we set up the entire system. We make sure that it works for us, and then we kind of bend their system to work around us. And that's where James comes in because he does all the systemization work and then I do all the sales stuff. So write the scripts, make sure the guys are on top of it, make sure that the offer is sellable, and then from there we go forth and we sell. So we might have, you know, a couple of guys and a couple of accounts. The reason why we do it that way is one, to mitigate the risk for the, like the influencer or the client. So if somebody goes down, there's always someone else to like service the leads. Also we want like, I don't want anyone. I don't think any one closer and this is information for everyone at home should ever only have one client. I think it's a really bad idea. Even if that person can fill you up, I would recommend that you don't let them. And you have at least two. The reason being is because ad accounts get shut down all the time. And if you're a commission only guy and their ad account gets shut down, you might not get leads for six to eight weeks. It'd be very unlikely that you had both of your guys get shut down at the same time.

So we have had that.

Yeah, it is possible. We had like five of them during the Facebook adpocalypse that happened in like January. So. Yeah, but that's kind of to mitigate your risk and make sure that you, you can, you can continually make income. And so that's kind of what we do. So we help closers. Like we train them. Like we have Eli Wild who trains all of our staff, and then I do as well. And then, yeah, we just make sure that the guys are happy that they don't have to interact with the client too much because like, who wants to do that? And they can. Guys can just do what they want. No admin, just pick up the phone, sell, and go from there. So that's kind of a brief introduction on us. Also, like, we usually sell around 1 to 2 million dollars worth of products and services a month. That's kind of where we sit. We'd like to get that up to probably three to four. I think that's probably our goal. But for now, you know, we're doing well. We're kicking goals. Even in this crazy economic climate. We're still banging out. We still don't. I think we made like, 26 sales this month so far. Um, which is, like, low for us, but it's still pretty good. Yeah.

And then considering.

Yeah, yeah. And so, James, you want to just give a bit of background on you?

Sure. Um, I guess my background is I was a fitness guy myself, same as Matt. I was a strength and conditioning coach, mostly around elite sports. Work for a couple of elite, elite sporting organizations around Australia. Traveled around Australia with our teams and whatnot. And then the next stage for that was obviously starting my own PT business, which I did pretty successfully within about a year. Grew to four to five staff members working at me, where I would do the marketing and sales for them, fill them up with clients, and I'd take a big percentage of all of the revenue that they'd got for doing the clients. But I only got to that stage because I had to figure out how to do sales because I've never done it in my life. And funnily enough, I met Matt through some other. Other colleagues, and they put me onto his course. I did his course around marketing and sales. That was probably 10. 10 years ago now. So that. So that's where we met then. From there, learned how to do sales. Got pretty good at it. Then we obviously kept in contact and opened a couple of gyms together where we were doing a lot of sales. I think the record we did for one gym opening was three weeks. We did about 217 sales for a gym membership between us in three weeks.

That's all closed. Credit card over the phone, which is kind of like what our specialty is.

Yeah, I think if I can remember, it was back then about 150 to $200 for four weeks.

So I think it was 1, 147. And then right at the end, we dropped it to like 97. And I think, like, the last day, it was like 47 to try and get like another four or five in the door. So, yeah, so that. That was where we kind of got our start. And yeah, like, then James ran those gyms, and I sort of continued to go around and sort of open them. Yeah. And then when we left that organization, we were like, let's. We know how to open gyms.

We know how to use those organizations.

Yeah, yeah. Then we're like, let's just. Let's just do that component because, like, the delivery for gyms is a nightmare, but the sales is like, not that. Not that difficult if you know how to do it.

Yeah, that was easy to be able to work from home. And yeah, 5am starts and I've got.

Two kids so I wanted to work at home because when I was running gyms I was getting. I was work at like 5:30 and then I would come home and I would like go two or three days without seeing my kids because like I would be back and forth, back and forth and I was always like home during their naps and shit. So I was like, this is ridiculous. So yeah, when I got the opportunity to be bought out, I took that and then me and James went in together and we've been going strength to strength ever since. SalesSniper is now a seven figure company and we've really only been running for probably for probably 12 months. So we've been.

I wouldn't say that, I'd say six months. We kind of messed around with it for about six months with just us doing things randomly, not actually taking it serious. Then as Matt said, we realized that we could do high end calls and realized that there was a whole nother world out there where the commissions were higher and we're like, oh wow, that was really easy to get sales. Let's study this, let's learn how to do it better, let's get more clients. And then from there we expanded. We legitimately made a company and that was about six, seven months ago. And we've been taking it seriously ever since. It's been very, very quick growth for us.

Yeah, it has been. And I think like not to toot my own horn, I've got kind of a natural ability when it comes to selling coaching because I've probably done so many fitness sales and I've also been a fitness coach so I understand how to coach people. So I think the first high end, high ticket program that I was selling was I think it was like 26,000 at that point. And I sold like six in the first week which like matched, almost matched the record for the company. And I was like, maybe I'm good at this. And then from there we were like, okay, this is definitely the way to go because that was 2,000 bucks a sale. So we went from a company that was doing probably 20,000amonth to a company that was doing 10,000 a week pretty much overnight. Yeah. And then it's just kind of grown from there. And we've definitely made some mistakes with letting people get too excited and having them take us, take over their entire sales process immediately. And like I've become the head of sales of three or four different companies with literally no training. So but I think we've kind of, we've come a long way, We've learned a lot and we have a good system that works for both the client and the closer.

Yeah, for sure. But enough about that. Let's, let's talk about what we had talked about.

Yeah.

And we just wanted to start by sort of giving an introduction of exactly what we want to do with this podcast.

Why you should listen to us. God damn it.

Yeah, why you should hit that subscribe button. That's probably somewhere. We haven't figured that out yet.

We don't even know where it is. I don't even. We haven't even set up the RSS feed yet. So there you go.

I guess the main thing was one, as we said we wanted to bring a lot of guests on. We got a couple of wild cards that are, that are coming in.

I've got, we lined up Eli Wilde, we'll get Jeremy Minor on who's my mentor at the moment. And then I've also got Drew B. Wilson for you guys. Now he's Ryan Stuman's like right hand man, the hardcore closer. So he's going to come on and talk about selling with memes and a couple other things. I've done his meme course which is a lot of fun. I love memes. It's one of my favorite pastimes. Yeah. So we got, we've got some cool guests that are lined up for the next couple of weeks and yeah, hopefully we can. It's not going to be pitch fest and it's not going to be like overload of education. It's going to be more like what makes these guys tick and what are they doing really just try and make it more interesting for sure.

And we don't want to restrict that, just specific sales. So obviously want to get some people on like accountants, coaches, a bit of mindset stuff as well. So things that aren't direct sales but will improve your ability to sell. And I talk a lot about systems and tracking. Do some, some podcasts on that because.

I expect we'll have people like Tony Robbins, probably Barack Obama, you know, cool people like that. Just a couple low key individuals, maybe even Joe Brogan. Yeah, well he's reached out to me a few times so I'm sure we can sort something out. Yeah, he heard that we had like three or four listeners so he wanted to increase his reach. Alright, let's talk about the coronavirus.

Yeah, for sure. So obviously that's one of the biggest things that, you know, we've ever seen as within this day and age. Obviously not not within the history. And it's really, really shaken up the industry because there's certain, I guess, certain niches that one will either need to drastically change their offer or fade away. And then there's other industries that are actually booming right now because their service is something that can go online. So we'll have a bit of a chat about what we found in the coronavirus and just as well, what else is going on in the world of sales. It's going to be one of the major part that we do is just the world of sales where we go over everything that's affecting sales. New books that come out, new courses that have opened up that we've taken, what we're finding within the calls that we have. And obviously coronavirus is going to be one of the major factors with that right at this moment. So why don't you tell me what you found over the last couple of weeks with the calls that you've been taking up.

So it's been really interesting, right? Because like, I think the framework is more important than ever right now. And I think, like, I've been on some accounts that have really struggled, signed up, actually a lot of people and had a lot of people pull out because of, you know, their businesses getting shut down or a lot of things like that. And I think right now the offer is extraordinarily important. And then the framework that you use and the pipelining right now, I think right now, and I could be definitely, I could be wrong, but I think I'm right, is I think if you push people too hard right now, you're going to get a lot of resistance and you're going to burn a lot of leads. And I think the goal for a lot of people during a very uncertain time should be to get as many sales as possible, but also pipeline as many people as possible. So as soon as it does normalize, and I don't mean normalized by going back to normal. I mean normalized by people being okay with how it is right now. This could last for six months.

Certainty, fear is gone.

We just don't know, right? So if everyone knows the world is going to be like this for at least six months, then people can start to.